Sr. Inside Sales Representative

Business: Critical Care
Department: Sales
Location: Bethlehem, PA
Travel: 25% including customer visits

Delivers new Hospital and Surgery Center customer contracts, as well as service and support existing customers of human inhalation anesthetic pharmaceuticals and complex generic injectables within a defined territory.

Serves as a hybrid ISR, traveling up to 25% primarily to support in-person customer interactions and ensure territory to maintain and strengthen relationships, and ensure effective contract implementations.

This role supports the Inside Sales Supervisor by assisting in interviewing and training new Inside Sales Representatives (ISRs) and leading ISR-related projects.

Essential Duties and Responsibilities

Inside Sales

• Researches prospects and delivers contracts by telephone and computer for all hospital and surgery center facilities in a defined white space territory focused on general anesthetic pharmaceuticals and complex generic injectables.
• Develops and maintains a pipeline of prospects for internal colleagues, including new off-contract non-participating Group Purchasing Organization (GPO) and distributor referral customers.
• Captures all daily interactions with customers, internal colleagues, and other relevant data into the Customer Relationship Management (CRM) software application.
• Contributes to the implementation of national and regional contracts at individual facilities (e.g., address concerns, vaporizer placement).
• Maintains relationships with contracted accounts, including providing customer service and resolving problems.
• Reports all sales and prospect pipeline data on a regular basis within the Company.
• Collaborates closely with external colleagues (e.g., Strategic Account Managers, National Account Managers) on accounts through the gathering and sharing of field information and developing plans of action for prospects and current customers.
• Facilitates customer promotional programs as required.
• Develops and maintains a current understanding of the marketplace (i.e., market conditions, trends, and competitors) and shares insights regularly with colleagues.
• Conducts all activities safely.
• Monitors existing customers and advises internal colleagues of customers who have stopped or are ordering insufficient product based on their vaporizer count.
• Properly triages customer complaints within time requirements to Quality Assurance and Regulatory Departments.
• Cross-trains to support vaporizer fulfillment and tracking.

Outside Sales

• Assists the Inside Sales Supervisor with interviewing and selecting new candidates for the inside sales team.
• Participates in the training and onboarding of new hires, ensuring they are well-prepared to meet performance standards.
• Leads and participates in special projects aimed at improving sales processes, customer engagement, and team performance.
• Mentors junior sales representatives, providing guidance and support to help them achieve their sales targets.
• Develops and implements strategies to increase sales productivity and efficiency within the team.
• Acts as a liaison between the inside sales team and other departments to ensure smooth communication and collaboration.

Key Competencies

• Critical Thinking — Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions, or approaches to problems.
• Advanced negotiation and influencing skills.
• Excellent customer service skills and professional demeanor at all times to interface effectively with all internal and external customers.
• Excellent verbal and written communication skills.
• Information technology skills, including utilizing software applications such as CRM, PowerPoint, Excel, and Word.
• Energetic, enthusiastic, and motivational disposition.
• Strong coaching and mentoring skills.

Education/Experience

• Bachelor's degree, preferably in business or medical sciences.
• Sales experience, preferably telemarketing sales experience, including a minimum of 1 year as an Inside Sales Representative.
• Knowledge and skills in selling techniques and customer relationship management, especially within a telemarketing environment.
• Clinical and industry knowledge of inhalation anesthetic and complex generic pharmaceuticals preferred.